HIV Customer Representative - Washington DC

Merck•North Wales, PA

7d•$106,200 - $167,200•Remote

About The Position

The HIV Customer Representative is a field-based sales role and a key member of the Customer Team, supporting the company’s customer-centric business model. The representative works with the Customer Team to understand customer needs, support customer-strategy pull-through, uphold company values and policies, and demonstrate a focus on improved health outcomes for healthcare professionals and their patients. The role requires professionalism and leadership in applying Field Sales competencies. The position covers the DC Mirror territory, including all of DC. The preferred residence is within the territory or a reasonable commuting distance to its workload centers. Travel varies by location within the geography; the posting lists 75% travel and remote work arrangements. The representative communicates relevant product information to healthcare professional customers, serves as a contact for select accounts, develops customer strategies and account plans, identifies business opportunities, and coordinates company resources to address customer needs. The role focuses on the HIV product portfolio and requires customer and market insight, effective territory and account management, cross-functional collaboration, adaptability, and compliance with company policies and applicable laws. The position requires a bachelor’s degree and at least two years of sales experience, or at least a high school diploma and six years of equivalent experience. A valid driver’s license and willingness to travel within the territory and to national sales meetings and conferences are required. The role is regular employment, with no relocation offered. The salary range at the primary location is $106,200–$167,200, and the successful candidate is eligible for an annual bonus and long-term incentive, if applicable.

Requirements

Bachelor’s degree and at least 2 years of sales experience, or a high school diploma and at least 6 years of equivalent experience; qualifying experience may include professional sales, marketing, military, or non-sales healthcare/scientific work in pharmaceutical, biotech, or medical-device settings.
Valid driver’s license.
Willingness to travel within the assigned territory to visit customers in person and attend national sales meetings and conferences.
Required skills listed in the posting: HIV Prevention, Hospital Sales, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Meetings, Sales Metrics, Sales Pipeline Management, Sales Presentations, Sales Territory Management, and Virology.

Nice To Haves

At least two years of account management or sales experience with Infectious Disease customers, preferably with HIV products and/or launch experience.
Specialty sales experience across multiple specialty markets, preferably including launch experience.
Pharmaceutical, biotech, or medical-device sales experience.
Demonstrated experience developing and executing plans to engage customers and meet customer needs.
Success establishing, developing, and maintaining relationships.
Experience in a highly regulated industry or environment where compliance with laws and policies is critical.
Account experience with complex hospital systems, teaching institutions, and community hospitals.
Ability to identify account interdependencies and build partnerships with key stakeholders and departments.
Experience with complex payer environments and understanding stakeholder roles in product access, especially pharmacy stakeholders.
Recognition by current disease-state customers as a trusted and reliable representative.
Experience interacting with scientific thought leaders and developing advocates across an adoption continuum.
Ability to develop customer relationships in challenging-to-access or no-sampling environments.
High level of business acumen and account-management skills.
Current relationships with key opinion leaders within the designated account.
Leadership, planning and organization, self-motivation and initiative, ability to learn, and ability to understand and convey complex information.
Understanding of the value of ethics, integrity, and compliance in carrying out job responsibilities.

Responsibilities

Communicate product information in a way that is meaningful to each customer, tailoring discussions and interactions to customer needs.
Engage healthcare professional customers in informed product discussions and seek or provide additional information when appropriate.
Serve as the primary customer contact for select accounts; understand practice structures, business models, key influencers, networks, and customer needs, and identify business opportunities.
Coordinate with the Customer Team to develop customer strategies for select accounts and healthcare professionals, including interaction plans, relationship approaches, solutions, and potential offerings.
Share customer learnings and best practices to help other customers meet their needs.
Focus on better health outcomes by considering healthcare professional and patient experiences.
Provide input into resource-allocation decisions across customers and select programs or services from the company’s resource library to address customer needs.
Maintain and share current information about practice structures, business models, key influencers, networks, and customer needs with relevant stakeholders.
Influence beyond the assigned geography or product area and maximize available technology and channels to engage customers.
Conduct job responsibilities with high ethical and compliance standards, following applicable laws, policies, and regulations.
Execute each stage of the HIV sales process and position company HIV products against competition using appropriate patient types and approved resources.
Monitor market trends and business dynamics, assess their impact, and make proactive recommendations for future business needs.
Ask strategic questions to understand customer healthcare needs and use insights to position HIV products and develop focused customer strategies.
Identify customer and market segments and local industry conditions, with particular attention to specialty pharmacies, distribution channels, and related business opportunities and challenges.
Manage the Virology product portfolio by prioritizing opportunities and executing plans through customer segmentation, targeting, and business analysis.
Develop and execute account plans based on account needs and interdependencies; collaborate with Virology Account Team members on long-term plans and customer-centered solutions.
Collaborate with cross-functional Virology and non-Virology stakeholders to maximize customer interactions and territory management.
Build and manage business relationships with difficult-to-access customers in a no-sample environment.
Adapt to changing business cycles, customer segments, product portfolios, and flexible matrix configurations while maintaining a business-owner mindset.